Account VP, Commercial Relationships

POSITION TITLE: Account VP, Commercial Relationships                  

REPORTS TO: VP, Commercial Lending          

PAY GRADE: 13

DEPARTMENT: Commercial Lending             

FLSA STATUS: Exempt

LOCATION: Hybrid

COMPENSATION: $71,800.00 to $107,700.00 - In addition, this position offers variable pay based on performance 

PURPOSE: The primary purpose of this position is to fulfill Financial Center First Credit Union’s vision of inspiring financial wellness.  The position must deliver high quality service to both internal and external members by supporting and promoting our values to Care, Listen, Learn, Solve, and Act.

This position originates, evaluates, negotiates, and prepares loan requests for approval in compliance with established guidelines and is responsible for marketing loan products and maintaining loan relationships with borrowers and developing new business. The position will contribute to the ongoing success of the Credit Union by developing & maintaining strategies to generate new business and further develop existing relationships. This individual will actively promote the benefits of the Credit Union’s commercial lending program, will participate in community events, and will develop sales plans to achieve growth goals and provide focus on balanced scorecard objectives and brand value.

ESSENTIAL DUTIES:    

• Identify and screen new commercial loan opportunities for prospective commercial clients, focusing on finance opportunities while cross-selling and referring deposit relationships. Increase commercial portfolio and impact the credit union’s bottom line through the origination of quality credits with a high priority on deepening relationships beyond commercial financing needs
• Develop commercial banking solutions for new and existing clients, apply strong credit skills, and provide financial recommendations to grow the business, in addition to providing excellent customer service, problem resolution, and risk mitigation. Assist commercial lending staff in the preparation, analysis, and delivery of credit solutions for new and existing clients
• Represent the credit union brand with an emphasis on building solid, long-term relationships with an emphasis on responsiveness, helpful communications, and expertise
• Demonstrate efficiency and expertise in commercial credit training/experience in support our team-oriented, entrepreneurial culture
• Collaborate, coach and forge long-term sustainable referral relationships with credit union’s retail branch network, relationship & outbound calling teams and call center to drive new business 
• Maintain and apply a thorough understanding of the credit union’s Lending Policy, and all necessary business practices to ensure the submission of accurate and complete loan application packages
• Utilize consultative sales approach to be a trusted advisor to credit union’s clients and prospects, resulting in strong client experience both internally and externally to create cross-selling opportunities for other products and services offered by the credit union. 
• Identify and analyze new business relationships within the assigned territory. Expand commercial business relationships through face to face and over the phone marketing efforts. Actively participate in community events and organizations to maximize visibility and awareness within the marketplace
• Analyze current business opportunities and create a compelling business solution, complete with detailed analysis. Closely monitors market trends and provides timely feedback to senior management along with recommendations on program enhancements.
• Responsible for implementing and adherence of procedures and compliance protocols. Manage risk issues effectively and works to minimize operational losses.
• Provide a strong partnering approach with a commitment to meeting internal and external business partners' unique needs and expectations
• Participates in development of annual budget for the department and responsible for adherence to the budget  
• Uses own judgment to make exceptions to normal procedures when circumstances warrant and when deviation can be justified
• Performs other duties commensurate with this position

REQUIRED BACKGROUND:

• Bachelor’s degree such as Finance, Business Administration or Accounting preferred
• Must have a minimum of 5 years Commercial Lending or related experience, including demonstrated ability to exceed assigned sales goals potential
• Should have at least 5 years proven sales experience, with preferred focus on commercial lending and business development
• A formal Commercial Credit training/certification is preferred
• Ability to work sales process with leadership skills. Possess and demonstrate strong sales & business development skills to achieve assigned sales goals
• Thorough knowledge of all business and Credit Union products and services or become proficient within 90 days of the position
• Strong software proficiency such as; Microsoft 365 products, Adobe and loan operating systems.
• Strong verbal and written communication skills. Strong interpersonal and customer service skills. Ability to be resourceful, perceptive and persuasive when solving problems. Displays, diplomacy, patience and tact when dealing with members and staff
• Within 90 days, must possess a thorough knowledge of Credit Union bylaws, policies, procedures, systems and state and federal laws effecting all operations of the Branches 
• Must demonstrate a high degree of creativity, organizational and sales process development skills. Good organizational skills. Ability to concentrate, exercise judgement & be a creative thinker, with a tolerance for risk
• Strong desire and willingness to learn new technologies, lending processes, industry changes, systems, products to improve skills & knowledge
• Ability to operate related computer applications and business equipment

ADA REQUIREMENTS

Physical Requirements

Perform primarily sedentary work with limited physical exertion and occasional lifting of up to 10 lbs. Must be capable of climbing / descending stairs in emergency situation. Must be able to operate routine office equipment including telephone, copier, facsimile, and calculator. Must be able to routinely perform work on computer for an average of 4-6 hours per day. Must be able to work extended hours whenever required or requested by management. Must be capable of regular, reliable and timely attendance.

Working Conditions

Must be able to routinely perform work indoors in climate-controlled private office with minimal noise

Mental and/or Emotional Requirements

Must be able to perform job functions independently and work effectively either on own or as part of a team. Must be able to plan and direct the work activities of self and others. Must be able to read and carry out various complicated written and oral instructions. Must be able to speak clearly and deliver information in a logical and understandable sequence. Must be capable of dealing calmly and professionally with numerous different personalities from diverse cultures at various levels within and outside of the organization and demonstrate highest levels of customer service and discretion when dealing with the public. Must be able to perform responsibilities with composure under the stress of deadlines / requirements for extreme accuracy and quality and/or fast pace. Must be able to effectively handle multiple, simultaneous, and changing priorities. Must be capable of exercising highest level of discretion on both internal and external confidential matters.